CPPB Exam Complete Questions and Solutions(RATED A+)

Procurement Technology - ANSWER Helps accelerate business improvements Results Oriented Budgeting - ANSWER Attempts to link a resource allocation to performance criteria Budget Cycle - ANSWER 1. Planning 2. Formalization 3. implementation 4. evaluation Procurement Cards - ANSWER payment method whereby internal customers are empowered to deal directly with suppliers using a credit card Four principles of negotiation - ANSWER 1. separate people from the problem 2. create a variety of options before deciding which to pursue 3. focus on interests, not positions 4. use objective criteria people elements to negotiation - ANSWER differences of perception, emotions, communications differences of perception - ANSWER it is crucial for both sides to understand the other's viewpoint emotions - ANSWER negotiation can be a frustrating process communications - ANSWER negotiators may not be speaking to each other, but may simply be grandstanding for their respective constituencies establish a BATNA - ANSWER The Best Alternative To a Negotiated Agreement stonewalling - ANSWER this occurs when one side has no intention of reaching an agreement unless there is an irresistible offer. good samaritan - ANSWER the other side is using this technique when it acts as if it is doing you a favor or making a great sacrifice with its offer in order to put you off guard and persuade you to accept it opposition negotiation tactics - ANSWER stonewalling, good samaritan, take it or leave it, splitting the difference, nickel and dime, good/bad cop, pity me, piece-by-piece, total package, refusal to negotiate, status, escalating demands, divide and conquer, defense, win/win take it or leave it - ANSWER when the other side has made its final offer and says it will no longer negotiate splitting the difference - ANSWER this involves offering to cut the dollar difference in half, thus avoiding the discussion of the details of the deal nickel and dime - ANSWER the other side wants to negotiate each and every point good/bad cop - ANSWER this tactic is used to elicit feelings of sympathy and understanding in order to get concessions pity me - ANSWER this tactic is designed to rely on the sense of fair play and make it hard to walk away piece-by-piece - ANSWER this tactic is used to negotiate each item of a contract total package - ANSWER this tactic is used when an offer is acceptable, but one or two major elements still need to be negotiated. refusal to negotiate - ANSWER in this tactic the other side wants a concession even to talk status - ANSWER sometimes the party you are negotiating with is perceived to have a higher status, such as when the president of a company personally negotiates with a buyer. escalating demands - ANSWER extreme demands may be made to persuade you to lower your expectations for a final agreement. divide and conquer - ANSWER this is used to persuade various members of the team to accept the opposition's position defense - ANSWER this tactic tries to keep the other side on the defensive neg